Presentation by Intersog Director of BD on how to find, nurture leads and convert them into the actual clients

1. Turning leads
Into customers
features, TRENDS, and methods
Kate Goldberg
Business Development Director
INTERSOG

2. Turning leads into customers
Sales department is the heart of the
business. It has to beat so that the
business can run.

3. Turning leads into customers

4. Private customer
When your lead is an independent customer
Goal – getting profitable
through developing own product
in the quickest way possible
The good – engagement and
eagerness to get down to business, which
may lead to a faster deal
The not-so-good – low project cost,
possible lack of budget, low conversion

5. YOUR IDEAL REQUEST
“I am a mobile production consultant and I have a
client in the US that is interested in doing an app
for the restaurant business. We have funding and
initial designs established. We are interested in
finding a partner that is intrigued by our concept
and has the technical background to help us
succeed.”
Thanks,
Mr.Private

6. Turning leads into customers
ANALYZING THE PERFECT REQUEST:
Mr.Private most likely to have a tech background, since he
introduced himself as a mobile production consultant. Quite
possibly, he has an experience of software development
and/or dealing with software development service providers.
If the primary design is ready – you get a great leverage over how
the sale process is handled.
Mr.Private stated he has a budget for the future project, and is currently looking
for a service provider. That means you don’t waste time and drive the deal
down the sales funnel to the estimation stage.

7. Turning leads into customers
Three GOLDEN rules of your first response
1. BE BRIEF
2. ASK QUESTIONS, MAKE
HIM/HER TALK
3. GET CONTACTS.
THE MORE – THE BETTER

8. GETTING IN TOUCH.
If your lead is interested in
getting in touch – he or she is
likely to provide you with full
contact info right from the
start. As soon as you have the
name and email you have
pretty much everything you
need to get your sales process
up and running.
Turning leads into customers
MIND THE TIME.
If you’re in the same time zone – don’t hesitate to
sent a response right away. Prospects tend to
contact multiple providers at a time, and then deal
with those who responded first.
If you’re located in Europe, and your lead
is from the U.S., and you got the request in the
morning – it’s late night at his time zone. The best
time for response is around 9AM his local time –
the chances are your letter at the top of his list.

9. Turning leads into customers
SAMPLE RESPONSE
Hello, Mr.Lead!
Thanks for getting in touch with us through
Intersog “Contact Us” form. My name is Kate and
I’ll be glad to manage your request.
We would be happy to become your partner in
development.
Can you please provide us the mentioned
designs? Will you need NDA signing before
sending?
Looking forward to hearing from you.
Kind regards
Kate

10. Turning leads into customers
A NOT-SO-GREAT REQUEST
“We would like a review and quote for a project.
What needs to be done? Pls. let me know, also, I
am in Chicago until next week, thanks.”
What you do:
1. Tell the prospect about how you process
his/her particular request;
2. Try to arrange a personal meeting/call to dive
into project details;
3. Ask about deadlines, budget, project details.

11. Corporate order
When your lead is a company
Goal – developing a product
through finding the best contractor
to handle the development
The good – corporate customers
enrich your portfolio, have weight when it
comes to references
The not-so-good – lengthy decision-making
process, non-responding, ever-busy managers,
obstructed communication

12. Turning leads into customers
YOUR PERFECT CORPORATE LEAD
“I am a mobile production consultant and I have a
client in the US that is interested in doing an app
for the restaurant business. We have funding and
initial designs established. We are interested in
finding a partner that is intrigued by our concept
and has the technical background to help us
succeed.”
Thanks,
Mr.Corporate

13. Turning leads into customers
SAMPLE CORPORATE REQUEST
“The Student Association (name) is putting out a request for proposal for the
development of a new mobile app based on our Handbook. The mobile app should
serve as a resource tool by providing easy and quick access to information related
to ingestion and toxicity symptoms commonly treated in the emergency
department. If you are interested in responding to this RFP, an official
RFP, response worksheet, PDF of a sample chapter and a sample
wireframe are available upon your request. The deadline for RFPs is
September 8, 2014. Please feel free to contact me with questions or
concerns.”

14. Turning leads into customers
1. CREATE A GREAT IMAGE
2. ASK QUESTIONS
3.ARRANGE A PERSONAL
MEETING/CALL WITH
DECISION-MAKERS

15. WORD OF MOUTH
Your reputation goes ahead of you
A GREAT WAY OF CATCHING
SOME LEADS WITH NO
EFFORT.
OR SHOULD YOU PUT SOME?

16. GET REFERENCES.
When you do great work –
chances are high you’re being
referenced to others.
If for some reason you’re not –
ask for it. Sometimes you need to
mix in a little boldness into it.

17. ESTABLISH PERSONAL
CONNECTIONS.
Never underestimate the power of
personal connections. Greatest
businesses are established face-to-
face.
Take part in conferences, industry
events, get involved and noticed.